Understanding the Sales Force

SEPTEMBER 2, 2014

While it does provide a myriad of new ways to connect with potential buyers and customers, most who are providing the tips, steps, methods, tools and opinions are selling those very services that support the existance of a social selling industry. Take it all with a grain of salt and review these articles first.

Social Selling 243

Social Selling Inbound Google Video 243

Understanding the Sales Force

FEBRUARY 17, 2014

A best case scenario for using an AE is for them to speak when asked to speak, address only those questions asked, make sure that the customer sees that the fit and function will exceed expectations, and return to silence. But the demos do a great job of hiding customization requirements, functionality issues and usability challenges.

CRM 274

CRM Webinar Metrics Engineering Report 274

Understanding the Sales Force

FEBRUARY 20, 2014

The customer experiences much the same sense of peace, joy and excitement. It has gone on for just as long, may be just as important, and the customer finally got what they wanted. You can relate to the customer side. But for some reason, salespeople prefer to wait until the customer is happy.

Scale 214

Scale Referrals Webinar Metrics Conference 214

Understanding the Sales Force

MAY 22, 2014

The competencies of an inside salesperson, hunter, closer, consultative seller and even account manager are vastly different, so it is imperative that we not only define those competencies, but use tools to measure them. Let us know when you''re ready to take that plunge.

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

Understanding the Sales Force

JANUARY 28, 2014

Target - A useful sales model should start with your ideal customer. Revenue - Next, the model should identify what a typical customer would spend in the course of a year, as well as the product make-up on which they would typically spend it. I''ll be showing everyone how to access the tool and how to use it. Who are they?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Understanding the Sales Force

NOVEMBER 13, 2013

They can get feedback, they can ask questions, they can get answers, they know that their version of Houston - their prospect or customer - can hear them and will respond if there is a good reason. And please vote for OMG, a finalist for Top Sales Assessment Tool. (c) So why do salespeople continue in the dark? They choose to!

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Understanding the Sales Force

MAY 27, 2014

Why would an enterprise that has standardized on OMG''s Sales Candidate Assessment, had OMG customize it for every sales role in the company, and has terrific data from its first year of use, have one department with significantly lower turnover than all the others? He wrote, "They have the lowest turnover of all the departments.".

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Hiring Ideal Customer Profile Enterprise Enterprise 224

Understanding the Sales Force

MAY 14, 2013

As crucial as it is to be more effective at coaching, coaching conducted outside of a sales process and without the context of a customized, optimized sales process may be far less effective than it should be. Not really, but we do have a free tool that you can use and get instant feedback. There''s an app for that.

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Sales Process Coaching Sales Coaching Lead Rank 241

Understanding the Sales Force

JANUARY 11, 2012

We knew that with the significant improvement in the economy, the license business should have been up and we learned that OMG's Registrations were active and in use to hire for more than 5,000 active sales job (custom) configurations. OMG's Sales Candidate Assessment was named the Gold Medal winner for Top Sales Assessment Tool of 2011.

Hiring 205

Hiring Licensing Segment Groups 205

Understanding the Sales Force

JANUARY 13, 2014

Depending on the difficulty of the role, and the requirements of the position, and the customization of the assessment, we can expect anywhere from 87% (for the most challenging roles) to 57% (the least challenging roles) of all candidates to be disqualified based on whether or not their selling capabilities meet the requirements for the role.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

Understanding the Sales Force

FEBRUARY 26, 2014

It only takes one shoplifter for a retailer to install a video surveillance system and/or detectors, lock their display cases, hide their merchandise and distrust all of its customers. You can have all of the latest systems, processes, tools, and applications, along with the best products and services. Do you agree?

Face-to-face 266

Face-to-face Ideal Customer Profile Hiring Collateral 266

Understanding the Sales Force

NOVEMBER 13, 2018

You like your salespeople, they work hard, don't give you any trouble, are positive, don't miss quota by too much, sometimes bring in good customers, are advocates of the company and brand, and are good influences, etc. Salespeople consistently meet or exceed quota or expectations. Many sales managers aren't very good at what they do!

Hiring 306

Hiring Quota Objections Influencer 306

Understanding the Sales Force

JANUARY 25, 2012

Whether it's incoming leads from Blogs, researching and requesting introductions on LinkedIn, or simply finding the target audience from a Google search, salespeople are using these tools to connect more and more often. Referrals and introductions from happy customers and clients will always be the finest method for generating new business.

Cold Calling 240

Cold Calling Real Estate Insurance Insurance 240

Understanding the Sales Force

JULY 2, 2014

OMG became one of Hubspot''s very first customers in 2006 and all of my articles are hosted on their terrific platform. Social sellers get found, find prospects and connect using a myriad of social selling tools. Mark and I go back a long way. I worked for his dad back in 1973 and his dad worked for me earlier in the current century.

Airlines 196

Airlines Hubspot Inbound Top of Funnel 196

Understanding the Sales Force

JUNE 22, 2013

You can use this free tool to grade your sales recruiting process. I should be ready to begin visiting customers to learn about them next month. Clients love it because it not only results in consistently hiring much better sales talent, but it saves a tremendous amount of time and money too. The value of getting it right?

Hiring 274

Hiring Google Face-to-face Education 274

Understanding the Sales Force

NOVEMBER 27, 2013

More Competition - Competition tends to be somewhat cyclical but for some businesses, the effects of globalization, the Internet, mergers and aquisitions and the ability to buy from anyone, anywhere, at any time, have increased the number of options for a customer. If they usually select from among 5, they are still selecting from 5.

Travel 251

Travel Decision Maker Insurance Insurance 251

Understanding the Sales Force

SEPTEMBER 23, 2014

They include: Customizing and optimizing the sales process - most companies believe they have already done this well, but if the hundreds of processes shown to me are representative of what most companies think are completed processes, they have been severely misguided! In selling, there are even more options for shortening the sales cycle.

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Sales Cycle Proposal Decision Maker Sports 199

Understanding the Sales Force

MARCH 5, 2014

Most companies sell products and services to a saturated market - companies and consumers that already buy "stuff" like that and the only thing a customer or prospect must determine is which company they will buy from this time. Their business is different - a little - from most businesses, but certainly not unique by any definition.

Hiring 130

Hiring Conference Coaching Up-Sell 130

Understanding the Sales Force

JULY 23, 2015

Do prospects and customers find certain salespeople to be more likable? After just 4 episodes, I haven't seen nearly as much manipulation, evil and lack of integrity in Homeland , but I haven't yet identified a likable character either. Is it possible that we have the same problem in sales? Are likable and integrity intertwined?

Leads 120

Leads Marketing Qualified Lead Prospecting Customer 120

Understanding the Sales Force

JUNE 20, 2014

Sales Tools I''m for any tool that will help salespeople to be more productive and effective. These tools include gamification, call technology, email marketing and analytics. Customers Already Have the Information They Need So what must salespeople do? It''s being of value to the customer. Anyone can do that.

Consultative Selling 275

Consultative Selling Inside Sales Lead Nurturing ACT 275

Understanding the Sales Force

OCTOBER 23, 2012

CRM is viewed as busy work rather than a tool. CRM is too difficult to customize. Last week I spent 90 minutes with another client (8 people from Operations, sales, customer service, and marketing) showing them how CRM could be the answer to their inaccurate forecasts and pipeline reports. The best coaching tool on the planet.

CRM 215

CRM PipelineDeals LandSlide GoldMine 215

Understanding the Sales Force

MAY 8, 2023

Thankfully, OMG measures more than the Hunting competency as that is only one of the twenty-one Sales Core Competencies featured in OMG’s various evaluation tools. If we look at the bottom 50% – half of your current and potential future salespeople – only 34% are strong Hunters and that drops to just 6% of the bottom 10%.

Decision Maker 156

Decision Maker Penetration Account Comparison 156

Understanding the Sales Force

SEPTEMBER 10, 2014

Some of that can be accomplished through the use of tools, but as with all automation, if you don''t have a good manual process, the automated process probably won''t help. Another important tool for efficiency isn''t really a tool, as much as it''s an important feature on your tools and that''s syncing. Live in it.

Google 130

Google Travel Exact Video 130

Understanding the Sales Force

JUNE 2, 2013

His examples are that people change their minds about what they will buy and/or take varying amounts of time to become customers. The pipeline should also be a powerful coaching tool. He seems confused about what the sales pipeline or funnel is supposed to do for us. And don''t rule out yourself on this one. You must fix it.

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Pipeline Sales Leadership Top of Funnel Funnel 245

Understanding the Sales Force

FEBRUARY 6, 2013

75% of Salespeople Believe Their Approach Differentiates Them but Only 3% of Their Customers Agree. But it's not a stand alone solution as much as it's a tool that must be tightly integrated with sales process, sales pipeline, sales strategies, sales methodology, sales training and sales coaching. Do you see what I see?

Hiring 218

Hiring Study Lead Rank Lead Scoring 218

Understanding the Sales Force

FEBRUARY 6, 2013

75% of salespeople believe that their approach differentiates them, but only 3% of their customers agree. But it's not a stand alone solution as much as it's a tool which must be tightly integrated with sales process, sales pipeline, sales strategies, sales methodology, sales training and sales coaching. Do you see what I see?

Hiring 203

Hiring Study Lead Rank Lead Scoring 203

Understanding the Sales Force

FEBRUARY 8, 2012

Belief - Most believe that after a day of comprehensive training salespeople will have the understanding, tools and experience to get on the phone, go out in the field, use what they learned and be effective. A customized, formal, structured and optimized sales process must be designed, introduced and demonstrated and buy-in must be acheived.

Training 205

Training Sales Methodology Face-to-face Cold Calling 205